It’s the most wonderful time of the year — but not necessarily when you’re hoping to hear back from your prospects. The holiday season can be a tricky time to connect with potential buyers, and it’s not always because they’re not interested in working with you. They may be busy doing end-of-year planning, making budget shifts or out of the office.
You don’t have to lose track of your prospects amid the holiday hustle and bustle. Jeff Hoffman, a sales executive, entrepreneur and author, just recommends planning now how you will re-engage with them in the next couple of weeks.
In this issue of PromoPro Daily, we outline some of Hoffman’s top tips for reconnecting with prospects after the holiday season ends.
Pay attention to prospects who signed up during the holidays. Hoffman says the end of the year can be busy for everyone. That’s why it’s important to look back on who signed up during the holidays and may have slipped under the radar amid all the busyness.
Position yourself ahead of competitors. Prospects who have concerns in Q4 usually don’t have worries in Q1, Hoffman says. Use this to your advantage by positioning yourself as a partner and expert in their annual planning. In other words, give them space during the holidays and then reach out once the new year begins. Hoffman says that because you didn’t overwhelm them in Q4 and because you’ve proactively followed up in Q1, you’re uniquely positioned to offer solutions that will help them in the year ahead.
Contact new hires. This is another great way to re-engage prospects after the holidays. New hires usually want to provide value right away for their employer. Reaching out to new hires can help you breathe new life into deals that may have stalled amid the holidays. Hoffman recommends asking your champions who they have recently hired and target departments where your deal is stuck.
Reach out immediately. This tip applies to your current clients. If you’ve taken time off during the holidays, Hoffman says it’s essential to connect with your clients as soon as the holidays are over to remain top of mind. You don’t want to take so long that they think you’ve forgotten about them and decide to pursue solutions elsewhere. If you get an email from your clients, respond promptly. And if you email them, prioritize the communication as soon as you’re back at work.
Use some time this week to consider how you’ll reach out to your prospects after a busy holiday season. By being smart with your approach, you can increase your chances of success and start the new year off on a great foot.
Compiled by Audrey Sellers
Source: Jeff Hoffman is a sales executive, entrepreneur and author. He presents his sales training programs to sold-out audiences around the world.
